Cross-functional selling teams - The loss of control of the selling function

Selling has become dispersed through the use of selling teams that include members from functional areas other than marketing or sales. This now occurs within many firms utilising key account management strategies, within both business-to-business and business-to-reseller environments. This article is aimed at developing a better understanding of factors affecting ‘team selling’ and its impact on sales performance, with clear benefits to company management.     

TOTAL QUALITY MANAGEMENT AND EMPLOYEE INVOLVEMENT

Adrian Wilkinson and his colleagues discuss the growing importance of quality management in the UK, outline the basic principles of TQM, and examine its implications for employee involvement. They suggest that there are contradictions between the ‘hard’ and ‘soft’ sides of TQM. This can be exemplified in the relationship between TQM and employee involvement which has not been fully explored. Drawing on a major programme of research on employee involvement, three cases are analysed. They argue that the links between TQM and employee involvement are more complex than the TQM literature would have us believe and there are tensions between employee involvement and TQM. Finally, there is a wider discussion of the subject which analyses a number of constraints on the implementation of TQM in the UK. Adrian Wilkinson, Mick Marchington and John Goodman are respectively Lecturer, Senior Lecturer and Professor in the School of Management at the University of Manchester Institute of Science and Technology. Peter Ackers is a Lecturer at Loughborough University Business School.     

Industry Change and Union Mergers in British Retail Finance

This paper investigates the reasons for and implications of the recent merger between three of the largest unions in the retail finance sector, creating UNIFI. Recent union mergers have been explained by environmental changes adversely affecting membership and finances. These prompt leaders to consider merger as an appropriate organizational solution. Mergers are successfully concluded when leaders are able to overcome internal resistance and develop acceptable outcomes. We examine whether these factors are sufficient to explain how the merger between the national banking union and two large company‐based staff unions was concluded, given longstanding institutional rivalry.     

Buyer-supplier relations in the UK - automotive industry: Strategic implications of the Japanese manufacturing model

This paper documents the adoption of the Japanese model of manufacturing in the U.K. motor industry. Internal developments by the vehicle assemblers and their suppliers are examined. It is argued that the Japanese model involves very high intra- and interorganizational dependencies. Although this does not cause problems in Japan due to the structure of the Japanese motor industry, the structure of the UK vehicle industry presents severe obstacles to the successful use of Japanese methods. Pursuit of the pure Japanese model within the existing industry structure appears to be fraught with problems. Moreover, such an exercise risks sweeping away potential strengths of the existing structure.     

A note on the effectiveness of written versus aural two-sided messages in attitude change

This research sought to determine the difference between the persuasive power of a written two-sided message and an aural two-sided message. Attitudes toward picture phone shopping were measured before and after a persuasive two-sided message about picture phone shopping was given to two student groups. One group was given the message to read while the other listened to the message on tape. The nonparamentic Mann-Whitney U test was used to determine the significance of the difference between the attitude change produced by the written message versus the aural message. The effectiveness of the aural medium was superior to that of the written medium.     

Human resources in Singapore's second industrial revolution

A wide-ranging set of ideologically-inspired manpower policies with far-reaching implications are associated with the Singapore government's ambitious programme of economic restructuring. This article describes and assesses the initiatives taken, analysing human resources development and management with reference to the unique social and political context     

Network development in international project marketing and the impact of external facilitation

This article reports on an experiment in external facilitation of international project marketing activity. The case involved a large, World Bank funded project in China aimed at upgrading grain storage and handling facilities. An organization was established in Australia to bring together and support efforts by Australian firms to win a share of this project. Network-building, at a number of levels both in China and Australia, emerged from the qualitative study as a critical factor in effective project marketing. External facilitation played a positive role in the network-building process.     

High reliability Human Resource Management (HRM): A system for high risk workplaces

High Performance Work Systems (HPWS) research is based on the search for the most suitable bundle of complementary practices appropriate for the organisation and its operating environment. We examine the contents of a HPWS in organisations seeking impeccable safety and reliability as their foremost ‘performance’ outcome. We propose a ‘High Reliability HRM’ framework, and examine the degree of implementation in a three case study of Australian state emergency services organisations. The findings highlight HRM practices inconsistent with the framework, and illustrated by rich interview accounts, we detail associated negative implications for employee behaviour and attitudes. We contribute to HPWS research by empirically examining how reliability-seeking organisations conceptualise and implement HRM systems. This study emphasises how inconsistency in HRM practice bundles can pose a threat to reliable service provision, a critical finding for emergency services and reliability-seeking organisations more broadly.